How to Close a Deal with Your Eyes Closed
From Dave Ludena, Real Estate Rockstar…
Well, maybe with ONE eye closed. Unless you’re a pirate. Then you would be doing it blind.
Today I want to teach you how to tap into your subconscious mind in order to ensure your progress and success. We could work on the surface and focus on the to-do list stuff… meaning all the actions, and we certainly can get there that way, but we’d likely reach some resistance.
OR we can start using this awesome computer between our ears to program our success.
Google an image of an iceberg and one of those will no doubt show a picture with the top protruding on the surface – you know, the part you see (or don’t see if you are steering the Titanic). But below the surface is the much larger part of the iceberg.
Our mind is like that.
The top is the conscious mind and the subconscious mind is the huge mass under the surface. Our conscious mind can give a command and the subconscious carries it out.
A Mind Is a Terrible Thing to Waste
Let me give you an example…
Remember when you first learned to drive? You had to really focus on everything you did. I remember I had this fear of hitting the brake instead of the gas pedal. Sounds dumb now, because now, you don’t even think of it.
When we are learning to drive, we have to focus very carefully in our conscious mind to make sure every turn is correct, our speed is right, etc. Once that activity is drilled into your subconscious mind, however, we can do it without even thinking.
You ever get in your car and drive home from work and the next thing you know you are at home without even remembering how you got there? You didn’t even think about the roads you were going on, much less the mechanics of driving there, because you’ve done it so many times.
There are two things that cause our subconscious mind to kick in. I want to discuss these so you can use these in your real estate business.
The first is REPETITION.
This probably doesn’t come as a shock, so why don’t we do it? Many times it’s due to the “pain” or labor involved. But that is the first part of becoming such an expert that it becomes automatic.
I think we can all agree that Michael Jackson was an amazing dancer. I think 100 years from now people will still be moon walking and grabbing their crotch in homage to his influence. But I heard something interesting in an interview with one the choreographers that worked with him. Would it surprise you to know that Michael was typically the last one in the group to “get” the dance moves? Like, it was a real struggle for him at times at first. But then watch the video or the show. He became the best at it. Why? He was relentless at practicing. The repetition of the dance steps allowed him to perfect those moves to where they became automatic.
Repetition gives you competency.
The second thing is EMOTION. This is the one that most people don’t get, and therefore struggle with in their business. So if you work on this and don’t be afraid of this, it will really make a difference for you.
You have to have that seller be a jerk to you. It’s okay. Embrace the “no.” That causes an emotion and causes you to correct certain things in your approach. Have you ever been driving and almost hit someone? That causes a massive amount of emotion…
Guess what? You learn not to do that same thing anymore because of the emotion you are feeling. Fall off the bike? Get back on the bike.
Getting back in the game is what causes this experience to drill into your mind. Embrace that fear and soon that fear is NO MORE.
A 3rd Thing
There is another kind of emotion – Euphoria. That first purchase contract is that emotion. Your first closing is that emotion. Your first check is that emotion… the euphoric emotion that also drills a behavior set into your subconscious mind.
So the trick, as you go out there, you need decide to do your business just like you did when you learned how to drive, or ride a bike, or dance, or whatever it is that you really know how to do, because I KNOW there are things you know how to do so well and you learned to do them through repetition and emotion.
And this is no different. Embrace the concept that you need to do the activity 50, 75, 100 times… however long it takes …UNTIL. That’s how long you do it for.
My first negotiation was horrible. Now, after thousands of negotiations, the words just seem to spill out. Sometimes I even surprise myself.
Another benefit of doing this is that you will kick your ass out of procrastination. The reason why many people procrastinate is because they lack the confidence in doing something. They have fear. Nobody wants to do something they suck at. So imagine getting so good at something that the fear is kicked in the teeth.
Repetition + Emotion = Increased Competency
So make those calls, take those leads, negotiate those deals.
The great thing about our business is you can learn AND earn.
Commit to using repetition and emotion. Commit to training your subconscious mind so that you turn into a real estate machine.
It works. I repeat. It works.